협상상황에서 시간압력과 협상결과의 관계연구: 분배적 협상을 중심으로 = The effect of time pressure on negotiation outcome in a team negotiation

다국어 초록 (Multilingual Abstract)

Negotiation to distribute surplus between two economic agents with own individual objectives has been a very important issue these days. Especially, as efficient and swift decision-makings by teams become more common due to changes in time and increases in information, working as a team is more frequently required in wider areas. Based on the understandings on the trends, this paper examines the effect of perceived time pressure on negotiation performances through two research tools: team-negotiation experiments including 164 individuals and the game theory. We found that negotiation performances vary depending on the concentration levels of negotiation team members. This implies that the degrees of concentration of team members are affected by external conditions like time pressure. Specifically, acknowledged time pressure by the members influence the concentration levels before and during the negotiations, which in turn determine negotiation performances.